A sales acceleration strategy is a set of tools and principles that can help your salesforce move people and companies through the sales pipeline more quickly. Below, you can learn about some of the signs that your company could benefit a great deal from a new or improved sales acceleration strategy.
If your revenue is stalled (or falling), you need a sales acceleration strategy.
Declining revenue is one of the first major signs that you need a sales acceleration strategy. If you aren’t generating the same amount of revenue, then you are making fewer sales. However, you can benefit from a new strategy if your sales revenue is stalled. Though it’s wonderful to maintain the same earnings year after year, growth should be your ultimate goal, and stalled revenue isn’t growth. Simply put, if your earnings have started falling, or if your revenue simply isn’t growing at all, it’s a good sign that you need a sales acceleration strategy in place.
If Conversions Take Too Long
Another way to tell whether your company needs a better sales acceleration technology involves comparing the time it takes your salesforce to close a sale, then comparing this with your competitors. If your competitors can close a sale in a week, but it takes your team 15 days, this is a strong indicator that something they are doing is accelerating their sales. The faster you can move a lead through the pipeline, the more leads your team can convert.
If Your Conversion Rate is Low
All too often, when conversions are seemingly low, the salesforce takes the brunt of the blame. In many cases, it isn’t the sales team’s fault at all – they’re simply trying to sell a product or service to the wrong people. Part of sales acceleration involves identifying the right leads during the prospecting period. Even the best salesperson cannot sell a product to someone who simply doesn’t need it, after all. A strong sales acceleration strategy will allow you to identify better and more qualified leads from the start.
If Your Website Doesn’t Get Much Traffic
Today’s consumers use the internet to their advantage. Their time is valuable, so rather than wait for a salesperson to answer all their questions, many head online to get the information they need. Therefore, it’s important that your company takes the time to build a website that answers all the questions that a lead might have. Otherwise, your sales team will be tasked with answering all of those questions, which slows down the sales process. If your website doesn’t get much traffic, this is a good indicator that you need a sales acceleration strategy in place – including a more informative website.
Moving leads through the sales pipeline quickly and efficiently is important for growing your company and increasing your revenue. If you’ve noticed things like low website traffic, low conversion rates, lengthy conversions, or a drop in your revenue, these are all strong indicators that your company could benefit from a strong sales acceleration strategy.